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Most salespeople believe they are ethical and committed to customer success. Our mantra: “Treat customers like you would like to be treated.” If we could, we’d brush our teeth thrice daily with these words. Unfortunately, companies worshipping at the Maximize Shareholder Value altar have trashed and trampled this ideal. Wells Fargo, VW, and Purdue Pharma come to ...

A series of actions when you are trying to sell on a prospect is called sales cadence. It includes all your attempts to contact a prospect like phone calls, voice mails, emails, and social media interactions. Sales cadences are very important as they give sales representatives a system that they can follow when they are doing ...

The moment a salesperson is provided an account base for new and existing clients, the pressure begins to mount.  New representatives focus on the learning ahead plus the pressure to meet their quota.  Stress heightens, and the thought of communicating the sales success triangle fades away quickly. What is the sales success triangle? The salesperson ...

The Only Way Out of the Lockdown In the aftermath of this crisis, there will be millions of words written, quoting statistics, attempting to analyze exactly how it all came about, and what could have been done differently. Did we take the right strategy? Was it correct or incorrect? There will be tremendous debates over ...

How often do you get the feeling that once the salesperson you are dealing with finally gets that you’re not interested in buying from them, they abruptly start to close down the conversation and usher you to the door? It’s like “Now that I see that you’re not going to but anything from me, I’m ...

Digitalization is an actual concept and no longer an option. Currently, customers have more information and demand for better services. This requires time and technology, a request that can’t be offered by the evolving business world. Organizations need to work fast and effectively beyond expectations or loss to their competitors. However, what do the organization ...

Customers are one of the base pillars that hold any retail business together. Without them, it crumbles, which is why you must keep them from leaving. Research shows that 87% of customers hop from one business to the other when shopping, only 13% are loyal to one brand, and another 58% completely switched to a ...

In turbulent times, it’s especially critical to stay connected with others, to help and to serve. While we typically think first of family and friends, our connections with clients and prospects in difficult times are important as well. In Sandler Enterprise Selling, we teach a process that adds clarity to these business connections and, given ...